1 MINISTRY OF EDUCATION AND TRAINING The study has been completed at the College of Foreign Languages, University of Danang UNIVERSITY OF DANANG TRẦN THỊ VIỆT NGA Supervisor: Trần Quang Hải, Ph.D AN INVESTIGATION INTO LINGUISTIC DEVICES FOR PERSUADING PRODUCT BUYERS USED IN TEXTUAL ADVERTISEMENTS IN ENGLISH AND VIETNAMESE Field: The English language Code:660.22.15 2215 M.A THESIS IN THE ENGLISH LANGUAGE (A SUMMARY) Danang, October 2010 Examiner 1: Associo Prof Dr Trần Văn Phước Examiner 2: Nguyễn Thị Quỳnh Hoa, Ph.D The thesis will be orally defended at the Examining Committee at The University of Danang Time: Venue: University of Danang The thesis is accessible for the purpose of reference at: - The library of the College of Foreign Languages, University of Danang - Information Resources Center, University of Danang 3 CHAPTER 1: INTRODUCTION marketing students difficult to attain the aim And this also creates a 1.1 RATIONALE In Vietnam, with the open - door policy, in our market lot of difficulties for every language learners For these above reasons, I decide to a research on LDs for persuading products economy of selling products, the real role of advertising is to buyers used in textual Ads in English and Vietnamese predispose and reassure a target market It has made the world a 1.2 AIMS AND OBJECTIVES better place to live in by constantly suggesting public improvements 1.2.1 Aims: and urging the adoption of hygienic methods in the homes of the Aims of this study are to find out the syntactic and semantic people It has created great industries, constructed railroads, built features of LDs used in Ads for persuading products buyers in towns and cities and opened up to settlement vast areas of English and Vietnamese to point out the similarities and differences agricultural land It has lightened the burdens of man- kind by between them Also, through the result analysis and findings of the introducing labor-saving devices; it has reduced the dangers of thesis, we hope the given suggestions may benefit the advertisers, traveling by rail by bringing into use signal systems that prevent sellers, businessmen, and marketing learners in writing Ads and collisions between trains and permit their operation at high speed It selling products has taught people how to be healthy through the consumption of pure 1.2.2 Objectives: foods and the wearing of the proper kind of clothing It has brought This study is intended to: riches to the poor, given budding genius a hearing, and shown the - Identify the LDs for persuading products buyers used in Ads public how to enjoy itself It has stabilized business, found markets for home-made products in foreign lands and stimulated domestic trade It has opened up a whole world of opportunity to ambitious in English and Vietnamese - Examine typical LDs for persuading products buyers used in Ads in English and Vietnamese young men in search of name and fortune Advertising is crucial in - Analyze, comment and illustrate the syntactic and semantic our modern society It is designed to promote the sale of a product or features of LDs for persuading products buyers used in Ads in service… However, much money is spent on advertising but not all English and Vietnamese Ads are effective and persuasive How to understand and the successful advertising, this will make advertisers, businessmen, and - Put forward some implications for the teaching and learning CHAPTER 2: LITERATURE REVIEW LDs for persuading products buyers used in Ads in particular and of 2.1 A REVIEW OF THE PREVIOUS STUDIES RELATED TO language in general THE PROBLEM 1.3 SCOPE OF THE STUDY Leech (1996), in his pioneering and comprehensive study on The study only focuses on the syntactic and semantic features English in advertising, has analyzed in detail different aspect of LDs for persuading products buyers used in textual Ads in English pertaining to grammar, vocabulary, discourse and rhyme and rhetoric and Vietnamese The pragmatic values of these are sometimes of advertising which special reference to television discussed in the study 1.4 RESEARCH QUESTIONS In “The discourse of advertising” by Guy Cook (2003, 2nd edition) a framework for analysis of Ads as a discursive genre was This study aims to answer the following questions: provided Concepts from discourse analysis; stylistics and linguistics - What are LDs for persuading products buyers used in Ads in are applied to examine the ads textual and contextual features in a English and Vietnamese? - What are the semantic and syntactic features of LDs for persuading products buyers used in Ads in English and Vietnamese? - What are the differences and similarities of these languages bottom - up approach that allow identifying their interaction and combinations Besides, from different views, some linguists approached advertising and advertising language, examining the linguistic usage in English and Vietnamese? in billboards and Ads, the correspondence between forms and 1.5 ORGANIZATION OF THE STUDY contents as well as the influence of cultural factors such as: “Về ngôn Chapter 1: Introduction ngữ quảng cáo” (Trần Đình Vĩnh - Nguyễn Đức Tồn, 1993), Chapter 2: Literature Review “Đơi nét quảng cáo Việt Nam” (Võ Thanh Hương, 2000) Đinh Chapter 3: Method and Procedure Gia Hưng and Hồ Sĩ Thắng Kiệt discussed about the features of Chapter 4: Findings and Discussions English linguistic units and semantic meaning used in Ads in “A Chapter 5: Conclusion-Implications Discussion Concerning Linguistic Units and Meaning in English language Ads”[29] A recent master thesis by Nguyễn Thị Tố Nga with the topic “An investigation into the syntactic and pragmatic features of directives in English and Vietnamese” gave an over view Advertiser: Who plans the advertising, decides where he on directive in general [34] The syntactic and semantic features of appears, sets aside a certain amount of money for the advertising collocations used in advertising skincare products in English and budget, and coordinates the advertising with other department in the Vietnamese was studied by Hoàng Thị Bảo Kim in “A study of organization collocations in advertising in English and Vietnamese”[30] Agency: An independent business organization composed of However, among them no research has been done into LDs for creative people and business people who develop, prepare, and place persuading buying products used in advertising Therefore, this advertising for sellers seeking to find customers for their goods and research has been shaped and entitled “An investigation into LDs for services persuading products buyers used in textual Ads in English and Vietnamese” 2.2 THEORETICAL BACKGROUND 2.2.1 The concept of Advertising Mass media: The connection between a company and its customers In short, each particular field defines advertising in their own way, however, a successful advertisement is expected to accomplish “Advertising is the structured and composed nonpersonal five functions namely (1) attracting attention, (2) commanding communication of information, usually paid for and usually interest, (3) creating desire, (4) inspiring conviction, (5) provoking persuasive in nature, about products (goods, services, and ideas)” action [17, p.7] 2.2.2 Language of advertising “…advertising as any paid form of nonpersonal presentation 2.2.2.1 Legality and promotion of ideas, goods, or services by an identified sponsor.” 2.2.2.2 Theoretical, factual foundation [34, p.405] 2.2.2.3 National characteristic Advertising is defined by Harris and Seldon as a public notice: 2.2.2.4 The popularity “Advertising designed to spread information with a view to 2.2.2.5 The vividness promoting the sales of marketable goods and services.” [27, p.40] 2.2.2.6 The multi - stylistic According to Dominick [22, p.398-422], there are three main components of advertising: 2.2.3 The structure of Ads 10 Although there are many different kinds of advertising, the CHAPTER formal components of an advertisement are: (1) headline, (2) subhead line, (3) body copy, (4) caption and (5) standing details, (6) illustrations FINDINGS AND DISCUSSIONS 4.1 SEMANTIC FEATURES OF LINGUISTIC DEVICES FOR PERSUADING 2.2.4 Linguistic devices in advertisements 2.2.4.1 Rhetorical devices PRODUCTS BUYERS USED IN ADVERTISEMENTS 4.1.1 Semantic features of linguistic devices for persuading a Punning products buyers used in advertisements in English b Simile a Pun used in EAds c Metaphor To pun is to play on words, or rather to play with the form and d Personification meaning of words, for a witty or humorous effect For example: e Euphemism Coke refreshes you like no other can (Coca-Cola)[195] f Parallelism The word can be taken in meaning literally in American g Alliteration English as the aluminum tin used to contain liquid, especially drinks, h Repetition while it also functions as the modal verb in its homograph Thus, this 2.2.4.2 Acronyms advertisement can be interpreted in two ways: 2.2.4.3 Deixis Coke refreshes you like no other can (can refresh you) CHAPTER METHODS AND PROCEDURES 3.1 RESEARCH DESIGN 3.2 RESEARCH METHODS 3.3 SELECTION OF THE SAMPLE 3.4 PROCEDURES - DATA COLLECTION AND ANALYSIS 3.5 DESCRIPTION OF SAMPLES Coke refreshes you like no other (drinks) can (refresh you) b Simile used in EAds Like your baby, kittens need more nutrition than adult cats.[167] Paul Gauguin dressed like a pirate, looked like a demon, and painted like an angel [179] 12 11 c Metaphor used in EAds the slogan without difficulty because of the organization of the sound You are the traveler Your investments are the terrain We are patterns the map [161] The Glenlivent, the father of all Scotch.?(Glenlivent Wine ) [191] f Repetition used in EAds Sharp Mind, Sharp Products [172] There is a play upon the word “sharp” which is the brand name From the examples above, we can easily identify the meaning of the product being advertised The logic is that “sharp” products the advertisement intends to convey and find out what the metaphor can only come from the sharp minds who work in the sharp refers to corporation Moreover, the word play on “sharp” is also apt for a d Personification used in EAds camera since the quality of a camera is usually measured by the You're in good hands with Allstate (Allstate Insurance sharpness of its pictures Company) [44] g Parallelism used in EAds Dog tired? Take a sip Your own car A cup of tea can wonders Perk up with every sip as the Your own phone brisk liquid gently massages your tiredness away [50] Your own place e Alliteration used in EAds Your dad’s insurance?[50] Peak of the Pack [161] This is a property insurance advertisement which aims at It is observed that the phonemes /p/ and /k/ occur at the initial encouraging female audience to buy insurance for her beloved and final positions respectively in the two key words: “peak” and family Each sentence is very short while powerful and humorous “pack” This is aimed at drawing the attention of the reader and it After repeating “ your own…” three times, the question is changed enhances the auditory agreeableness due to the inherent melody of into “your dad’s insurance?” which makes an unexpected impression the speech sound Also worthy of note is the contrast between the on the reader vowel sounds /i:/, a high vowel in /pi:k/ and /æ/, a low vowel in h Euphemism used in EAds /pæk/ The contrast, coupled with the alliteration earlier discussed The inside story leaking out (Luvs Diaper) [44] makes the advert such that the reader can easily remember or chant 14 13 i Acronym used in EAds certain types of products consumers will remember the brand that BOGOF which is an acronym for: they belong Buy One, Get One Free [44] Daehan Smart 4.1.2 Semantic features of linguistic devices for persuading Chính hiệu Hàn Quốc ISO 9002 products buyers used in advertisements in Vietnamese Thiên Thần xinh ñẹp [71] a Repetion in VAds Hảo hảo (mì ăn liền)tốt tốt [83] Tơi chọn clear d Personification in VAds Tôi dùng clear ngày Personification is a figure of speech that gives life and personal Tôi Rain (Clearmen) [139] attributes to inanimate objects It also makes the commodity The combination of phonetic and grammatical repetion makes advertised full of feelings so as to strengthen its affinity the advertisement softly and it can be remembered very easy by the Tôi âm cực lớn, dáng cực thon [74] customers When the customers read it, they will feel soft, e Hyperbole in VAds comfortable and pleasing to ear Hyperbole can make the features of products become to go Mua hàng hiệu, trúng quà sành ñiệu [90] over the top and be believable in competition to get the customers’ b Simile in VAds attention Không phải siêu thấm mà siêu thấm ñến tuyệt ñối [65] Advertisers often use various rhetorical devices to increase readability and appeal of an advertisement and to arouse customers’ Làm việc ít, hiệu cao [103] interest of buying products Simile is one of them is used in Vẻ ñẹp tự nhiên, phong cách hoàn thiện [113] Vietnamese Ads: 4.2 SYNTACTIC FEATURES OF LINGUISTIC DEVICES Mềm mịn nhung (NNO) [145] FOR Trắng sữa, mịn hoa (Sữa tắm Gerve) [56] ADVERTISEMENTS c Metaphor in VAds 4.2.1 Syntactic features of lingustic devices for persuading Metaphor makes the listeners memorize easily the form of products buyers used in advertisements in English advertisement and the product’s name So when there is demand for PERSUADING PRODUCTS BUYERS USED a The Use of Imperative and Interrogative Sentences IN 16 15 Hook up with a buddy online, get your own meal plan and easy Vmobile: It’s all about You [44] recipes, or chat with a dietitian C mon, if I can be a big loser, 4.2.2 Syntactic features of linguistic devices for persuading there’s nothing stopping you (Sample 2)[177] products buyers used in advertisements in Vietnamese In this example, the advertiser uses imperatives as mild commands to prompt the action - to join slim - fast program Imperative sentences are sometimes preferred because such sentences are persuasive and appealing to readers b The Use of Short Sentences Sentence length is an important criterion of the readability of a text The longer the sentence, the lower the readability of the text a Simple sentences Advertisers often use simple sentences to make a message more striking OBIMIN giúp cho Thai kỳ khỏe mạnh Thai nhi khỏe mạnh [135] b Imparative sentences Đừng chần chừ hội khơng cịn nhiều [90] c The Use of Simple Sentences Hãy thử Nestle Omega hôm nhé! [77] So you can lose twice the weight than counting calories by c Interogaive sentences your lonesome…And shake that notion of just shapes out of your head There’s soup, pasta, meal bars, even ice cream snacks (Sample 2) The interrogative sentence is very favorable in advertising copy writing Sao khơng tự khám phá bí đó?[63] Làm trẻ biếng ăn? Hãy dùng Pedia d The Use of Minor Sentences 4.3 DISCUSSION Canon’s solution ?A five - ink printer Introducing the Canon 4.3.1 Similarities of linguistic devices for persuading products i860: with a pigment - based black for laser quality documents, and a buyers used in advertisements photo - grade black for high - contrast photos Its speed ? The i860’s 4.3.1.1 Similarities of linguistic devices for persuading products resolution? Up to a crisp 4800 * 1200 dpi (Sample 1) buyers used in advertisements in semantic feature e The use of Deixis a Few verbs are used You know you can trust TOTAL [44] G N Leech, English linguist, lists 20 most used verbs in his Coca-Cola… You can’t Beat the Feeling [44] Buy x Use it We make… X will give you what you need You’ll love Citizens Bank… Your right to succeed [44] x Get x Fox example: 18 17 We’ll make this quick (Hertz Car Return) [178] A breakthrough way to help stop wear-out Get great coverage that’s so weightless and water-fresh Help finance the video equipment [187] (ALMAY) [156] b Use of emotive words The world’s coolest CDs aren’t made in New York, London or L.A They are made in my apartment (Philips CD Recorder) [188] The Compaq Armada family is lighter, with new rounded edges for easier packing (Compaq) [173] 4.3.1.2 Similarities of lingustic devices for persuading products buyers used in advertisements in syntactic features a Simple Sentences Lux girls are lovelier (Lux) [44] Progress is our most important product.(General Electric)[44] Maybe she’s born with it Maybe it’s Maybelline.[ 52] … Tôi âm cực lớn, dáng cực thon(Sony) [59] c Make pun and alliteration b Imperative Sentences Give your hair a touch of spring [170] Imperative sentences are frequently used in advertising English Ask for more (More is a famous brand of cigarette) [190] Give your business the sharp edge (Sharp Corporation)[177] … and Vietnamese Taste Me! Taste Me! Come on and Taste Me! (Doral Cigarettes)[44] …, everything you need for that big bargain basement special Làm việc ít, hiệu cao (Nokia E65) [71] …, and vitamin E to leave skin soft and smooth c Interrogative Sentences Treat your weary ghosts and goblins to a warm bowl of chill Are you having a headache? Do you have Allterest? [200] and … Bạn ñã trị nám ñúng chưa? [66] …, [181] 4.3.2 Differences d Use of weasel words 4.3.2.1 Differences in linguistic devices for persuading products Help buyers used in advertisements in semantic features Ocean Spray Cranberry Juice Cocktail helps maintain urinary tract health It helps control the bacteria in this system a Gender identity in advertisements 20 19 b Selection of adjectives Table 4.2 Distribution of three types of Ads Percentage of ads Table 4.3 Comparison of frequently used adjectives in daily consumer goods ads and technical equipment ads Women (%) Playboy (%) Hygiene 10 Daily Beauty 18 Daily radiant, shiny, easy, convenient Consumer Clothes 12 14 Consumer dazzling, gold rich, effective, crucial Goods Food, Detergents 31 - Goods soft, smooth healthy, fast Tobacco 15 Ads fresh valuable, flew Beer, Spirits - 25 creamy, crispy essential Leisure - clean good/better/best Vehicle - 27 Technical audible, visible magic Technical Radio, hi-fi - Equipment high-volume, full-colour, Equipment Computer - Ads high-speed Service Insurance, banking - Others 19 Descriptive adjectives Evaluative adjectives magnetic, sharp invisible, multiple flexible, versatile It can be seen from table that the hygiene, beauty, food and detergents ads are dominant in the women’s magazines while Table 4.3 shows that descriptive adjectives in daily consumer technical equipment ads prevail in men’s magazines The reason is goods ads such as fresh, crispy, and soft, tend to convey the sense of that women are potential purchasers of daily consumer goods while sight, touch, and taste The temptation aroused by this vivid men are potential purchasers of technical equipment So advertising description of a product is hard to resist especially for women who language tries to win its audiences by noticing audiences’ gender tend to be moved by pleasant senses; compared with men, women are identity inclined to think in terms of images and perceive through senses However, men, the target audience of technical equipment, are good 21 22 at rational thinking Men are not controlled by senses On the 4.3.2.2 Differences in linguistic devices for persuading products contrary, the product’s interior quality and function is what they pay buyers used in advertisements in syntactic features attention to So the descriptive adjectives used in technical equipment a Headline ads are the ones conveying information of the product, such as A headline has numerous functions First of all, the headline audible, visible, high-volume, high-speed, etc must attract attention to the advertisement fast It should take only a few seconds to capture the reader’s attention b Comparison of c Compound words Table 4.4 Comparison of Compound words used in Table 4.5 tells which type of headline is most used in a three types of Ads Compound-used Ads Percentage 20 25% 13 20 65% Goods Equipment Total Ads certain type of Ads Table 4.5 Comparison of headline s in three types of Ads Daily Consumer Technical headlines of different types of advertisemens Service 20 35% Obviously, compound words turn up in 65% technical equipment ads, 40 percentage points higher than that of daily consumer goods Benefit News/Infor Provocative Question Command Headline headline Headline Headline Headline Daily Consumer Goods 15% 25% 15% 40% 5% Technical Equipment 10% 30% 30% 25% 5% Service 35% 10% 40% 10% 5% ads; 30 percentage points higher than service ads d Use of pronouns What can we for you? So come on and join us as we celebrate Millennia Mania Singapore …, we help our neighbors find the best ways to give to their favorite charities We’re stronger than ever [177] 4.4 Some typical linguistic devices for persuading products buyers used in advertisements in English and Vietnamese 23 24 Table 4.6 Relative frequency of LDs in semantic in English and Vietnamese English Vietnamese Simple Sentences Minor Sentences Occurrence Percentage Occurrence Percentage 13 26% 13 26% 12 24% 0 50 100% 50 Pun 10 6.7% 0 CHAPTER Repetition 32 21.3% 44 29.3% CONCLUSION - IMPLICATIONS Alliteration 28 18.7% 38 25.3% Simile 27 18% 13 8.7% In conclusion, textual advertising can be seen as one of the 5.Personification 15 10% 19 12.7% most popular means to achieve its purpose because of its attraction to Metaphor 4.7% 3.3% a large number of newspapers’ readers Textual advertising is also Hyperbole 12 8% 26 17.3% regarded as the most effective one since it is the best place where Parallelism 5.3% 3.3% advertisers use lively colourful images, and words in convincing Euphemism 5.3% 0 customers to use a new product or service However, among the two 10 Acronym 2% 0 150 100% 150 100% 5.1 CONCLUSION main components of advertising: images, and words, in almost Ads, words are considered the key component since by them people find easier to grasp the advertising message Hence, how to choose words Table 4.7 Relative frequency of LDs in syntax in English to be use in an advertisement accurately, sensibly or effectively can and Vietnamese be seen as a very important task in making an effective English Vietnamese Occurrence Percentage Occurrence Percentage Imperative sentences Interrogative Sentences 25 50% 30 60% advertisement After analyzing 300 sample of advertisements in English and Vietnamese, I find each LD has the distinctive features and different effects in performing the purpose and nature of advertisements The 10 20% 14% thesis is carried out through the contrastive analysis in the two languages, the similarities and differences are revealed Also, through 25 26 the quantitative data, the relative frequency of linguistic devices in of the language learners about the use of LDs used in textual Ads semantic and in syntax have been displayed In Vietnamese Ads, Besides, advertisers, translators whose jobs deal with writing hyperbole, repetition and alliteration are used very often in advertising message for Ads will possibly find it useful advertising language Meanwhile, simile is one of the most Besides, pragmatic features of LDs used in textual Ads is persuasive and effective way of advertising Also, in English Ads, the worthy for language learners, translators and advertisers to highly advertisers and businesses use pun, acronym, and deixis but we don’t focus to get a best job The reference, inference of linguistic devices; find the linguistic devices in Vietnamese Ads Although there are and the choice of theses LDs to be used in an advertisement is a some differences in term of syntax and semantic, the LDs’ function considerable matter of fact These affect the advertising message are almost analogous in the two languages During the research, it is found that LDs used in textual Ads categorized into some main semantic fields such as: entertainment, human emotion and relationship, daily consumer goods, technical equipment and economy The explanation for the pragmatic features remarkably, thus, the effectiveness of an advertisement is built up by this kind of factors Once an linguistic devices’ pragmatic features are made clear, the impacts of LDs are governed; and the effectiveness of an advertisement is rose up 5.3 LIMITATIONS Although it has been given much time and effort, the study is focuses on: the reference and inference of LDs used in Vietnamese inevitable to avoid shortcomings for the limitations in the ability of and English textual Ads; the choice of advertising language in term the researcher as well as the inadequacy of materials The of social status, family relationship, the cross-cultural aspect of using investigation into semantic and syntactic features of LDs used in LDs in English and Vietnamese textual Ads; and the influences of textual Ads was done and some findings on examining these features using LDs in English and Vietnamese textual Ads which fall in two: were revealed However, there are some unsolved matters that should influences on the advertising messages’ effect and influences on the be considered for further studies trend of using LDs of Vietnamese people 5.4 RECOMMENDATIONS 5.2 IMPLICATIONS This thesis has been done with the hope that some semantic and syntactic features of LDs used in textual Ads are revealed And the findings of the thesis will partly contribute to the understanding On the basic of what the study has done, the followings need to be studied further Firstly, it should take into the consideration the effectiveness of using LDs used in textual Ads in details Secondly, further researches should focus on aspects of stylish of LDs used in textual Ads